On-Site Therapy Revolution (f Dr. Christine McCallum)

WEBVTT

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Okay.

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Yeah.

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Chris,

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how do you introduce yourself to people?

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Like when someone meets you,

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how do you introduce yourself?

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What do you usually say?

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I usually just say I'm Chris.

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If a patient is talking about my degrees,

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I say I'm Dr. Chris,

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but I'm usually just Chris,

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Chris McCallum.

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Christine, if you're mad at me, of course.

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Okay.

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And that's about it.

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It was James Richard when I

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knew I was in trouble.

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And then when the first went real,

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it was no longer Jimmy and

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it went middle name.

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That's when I knew I was in trouble.

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Exactly.

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I think that's pretty standard.

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And then when people ask what you do,

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how do you usually respond?

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What do you get to say?

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So I tell them I'm a

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physical therapist and that

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I'm lucky enough to work at

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company locations.

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So I don't have a clinic

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that they can visit,

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but I work with employees.

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And then who are the type of employees?

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Because this is different.

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I've met other people who do this.

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I feel like people who do

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this always do it a little

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bit differently.

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Yeah, I mean, there's a lot of iterations.

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My type of clients that I've

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gravitated to are people

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that have a lot of manual labor.

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So

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One of my clients is a major

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beverage manufacturer,

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including making all of the

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containers for the beverages.

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I also have a food distribution warehouse.

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So people pulling food off

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of big pallets and building orders.

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And so a lot of physical work,

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a lot of fast work.

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Okay,

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so there's a bunch of questions I

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want people to understand

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because this is not – I

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don't think this is on the menu.

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And what I mean by that is I

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don't think people –

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there's not often just a

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job application for this

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sitting on Indeed.

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You know what I mean?

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I feel like you probably had

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to invent this.

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You sort of knocked on doors and said, hey,

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I'm Dr. Chris.

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I can do ABC,

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and here's why those things

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should be valuable and important to you.

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Do I have that right?

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You have that right, except I got lucky.

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I was about to quit PT and I

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interviewed for a job that

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was posted as physical

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therapist at corporate wellness location,

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ergonomics a plus.

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And I didn't have any of that,

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but I applied,

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they hired me and it was a

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lot of yes and late night reading.

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And so I worked for a

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fitness company that also

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provided physical therapy

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to this company.

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Got it.

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And what type of company was it?

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They provided health and

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wellness initiatives as

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well as ran a gym.

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Okay.

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But who is the client that

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you ultimately were working

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through this company for?

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It is a beverage manufacturer company.

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Sorry.

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I feel like you're on the

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end of super interesting.

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You don't have to say the

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name of the beverages, but I feel like,

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are any of them alcoholic beverages?

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Perhaps.

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You're doing God's work, Chris.

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I know.

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You're making sure that

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those cans get filled and

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the people who fill them do great.

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There was an application for that,

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but I've spoken to several

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people who literally found

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themselves in similar roles

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and they did it by knocking on the door.

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Also, that's how everything starts.

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It's one human saying to another human,

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hey, what are your problems?

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I have this problem.

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Oh,

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I have a friend or I can help you

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alleviate that problem.

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Exactly.

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Let's talk about how you do what you do.

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Okay.

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What is your day like?

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Because you said you don't have a clinic.

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Right.

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You're working in their facility.

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You're going to where people are, right?

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Which is great.

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What do you do?

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Is it preventative?

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Is it rehabilitative?

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Is it a mix of both?

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Walk me through this.

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Give me the brochure.

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It can be all of those things.

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The two main clinics I run, one has...

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A ton of treatment.

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And so people who have

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discomfort can just come to us and say,

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you know,

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my arm has been bothering me and

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it seems related to work,

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but I didn't injure it.

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So we can do some PT

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treatment because we're a

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direct access state.

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There is no workers' comp claim in place.

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So we can just treat them per normal.

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There are other people that

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say I sprained my ankle on

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the weekend playing with the kids.

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We treat them.

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And then my other location,

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I am out on the floor at

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the beginning of their shift,

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greeting people as they come in.

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We do a quick stretch.

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I just ask people, how are you feeling?

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Do you have any issues?

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And we may treat them or a

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supervisor may say he had

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some ankle pain yesterday.

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Can you please look at him,

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make sure he's good to work,

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provide OSHA first aid,

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or I might do an ergonomic assessment.

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But my location,

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I guess skill set is really

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a little more personal

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based and drawing people

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into health care.

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Yeah.

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So you're literally there in

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the morning when they're walking in.

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Yes.

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Yeah.

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This feels very much like

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this feels like what I've

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learned about like Asian culture,

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like Japanese car manufacturers.

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If you ever seen a video

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like they start the day off with movement,

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like as a an organization

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is built into the day.

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Yes, exactly.

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And they explain reasons for that.

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Number one's like camaraderie and,

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you know, psychological reasons.

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And then all the health

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benefits to that because

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they realize that their

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workforce is actually their

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strongest and most valuable asset.

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So you being on site, gosh, there's,

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I mean, you can minimize time off.

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You can prevent some things

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that might actually knock

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somebody out for a couple

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of days or weeks or months.

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That's great.

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It's awesome.

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It is amazing.

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It's just so rewarding for me.

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And I've really made a

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difference in people's lives,

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whether it be with physical

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therapy or some other issue

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that they had that I was

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able to direct them or tell them, oh,

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the reason your leg's been

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hurting for eight months is

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you have varicose veins.

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Try a compression sock.

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Go see a physician.

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And a week later, they're fine.

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And they've suffered for

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eight months or six months or whatever.

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Unnecessarily.

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Yes.

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Yes.

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Yeah.

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So do you work for one

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organization now or do you

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work for a couple?

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How is your specific practice structured?

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Yeah,

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so my practice right now is just me

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and another person.

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I have had up to four PTs,

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but COVID kind of shut one of the,

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or three PTs,

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one of the clients shut down

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completely with COVID.

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So I have two main clients

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and then one client I see once a month.

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for half a day.

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And I either go to clinic A,

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which is a small, small room,

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massage table and some

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stretching bands or clinic B,

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which is attached to a big

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fitness center.

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And we can use the fitness

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center and the medical center.

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They have a medical center

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on site attached.

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So just depends on which day

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of the week it is.

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Yeah.

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That's got to make you pretty inventive.

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Number one, you've got, I mean,

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that's what we like to say is PTs.

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Well, we'll figure it out.

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Um, I like the fact that, uh, you,

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you don't have to ask

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somebody to describe what

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their workstation looks like.

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You can walk to it.

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Yes, for sure.

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And if someone comes to me and I,

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I've not seen them working

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or I haven't seen what

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their station looks like, I go look at it,

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make an appointment to go do that.

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Um,

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We've done hundreds of job profiles,

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which is a quick screen.

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How much do they have to lift?

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Do they have repetitive motion?

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And a quick job description.

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So it's not a legal document per se,

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but it gives us a quick

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idea or gives the medical

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center a quick idea.

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Because a lot of times

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people will say to their orthopedist,

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yeah, I can go back to work.

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And they show up on the

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production floor on

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crutches with a boot on.

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And that doesn't fly.

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No.

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Oh,

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your job requires you to take steps

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while holding something.

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You're using two crutches

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right now because of an ankle injury.

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That's just not possible.

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But you're there.

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Ballpark it for me.

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How many people are in the

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organizations that you're at, like,

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you know, in terms of company size,

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roughly?

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Locally, 1,500.

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Nationally, 4,000.

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And I just work locally,

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but we network together

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with different PTs in different states.

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So we're all doing the same thing.

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And then the other one is

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probably 400 people on site at a time.

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And again, nationally,

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and we just organize our systems.

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So we're all providing kind

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of the same services.

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I mean, if you combine those things,

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like you and the people

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that work with you are sort

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of close to 2000 people.

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Not all of them are under

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your care at one time,

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but you're sort of there

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for them as a resource for

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up to 2000 people.

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Yes.

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This is, I mean,

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think about how great this

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is for the profession.

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Cause you're quite literally

00:09:16.323 --> 00:09:17.724
a face and people, you know,

00:09:17.744 --> 00:09:18.664
we always say, well, we need,

00:09:19.024 --> 00:09:19.825
we need people to

00:09:19.884 --> 00:09:21.625
understand what PT does.

00:09:21.686 --> 00:09:22.446
And I, yes.

00:09:22.905 --> 00:09:24.006
How are you communicating?

00:09:24.626 --> 00:09:25.547
Chris standing at the front

00:09:25.567 --> 00:09:26.307
door every morning and say,

00:09:26.347 --> 00:09:26.888
how you doing?

00:09:27.548 --> 00:09:28.408
I gotta be honest with you.

00:09:28.447 --> 00:09:30.028
That's better than a Superbowl commercial.

00:09:31.629 --> 00:09:32.529
It's a lot cheaper.

00:09:33.070 --> 00:09:33.330
Yeah.

00:09:33.850 --> 00:09:35.091
Well, okay.

00:09:35.110 --> 00:09:36.312
So let's talk about money now.

00:09:36.371 --> 00:09:37.111
Okay.

00:09:37.947 --> 00:09:38.607
And we don't have to get

00:09:38.648 --> 00:09:40.269
into specifics as much as you want,

00:09:40.289 --> 00:09:42.172
but why should someone,

00:09:42.631 --> 00:09:44.494
why should an organization, you know,

00:09:44.595 --> 00:09:45.635
and I'm using air quotes here,

00:09:45.676 --> 00:09:47.057
because 400 people is not a

00:09:47.076 --> 00:09:47.717
small company.

00:09:48.158 --> 00:09:48.798
400 is a lot.

00:09:49.460 --> 00:09:49.659
Right.

00:09:50.120 --> 00:09:51.783
Especially one of the brands, who you see.

00:09:51.802 --> 00:09:53.403
And then 1,500 is a lot more, but...

00:09:55.100 --> 00:09:56.260
Why is the juice worth the

00:09:56.301 --> 00:09:59.023
squeeze of having Chris on site?

00:09:59.102 --> 00:10:00.063
How do you pitch that?

00:10:00.083 --> 00:10:00.903
Obviously,

00:10:00.923 --> 00:10:01.804
you don't pitch it because the

00:10:01.825 --> 00:10:03.145
people you work with understand it.

00:10:03.485 --> 00:10:05.327
But help someone else understand, oh,

00:10:05.388 --> 00:10:06.349
this would be kind of cool

00:10:06.369 --> 00:10:08.850
to work embedded in an organization.

00:10:09.510 --> 00:10:11.732
How does the math make sense?

00:10:11.893 --> 00:10:12.913
The dollars make sense?

00:10:13.433 --> 00:10:14.294
Because you have to be

00:10:14.394 --> 00:10:16.115
providing more value than you're getting,

00:10:16.316 --> 00:10:16.556
right?

00:10:17.216 --> 00:10:17.356
Right.

00:10:17.376 --> 00:10:18.577
In terms of money.

00:10:19.097 --> 00:10:20.058
So walk me through that.

00:10:21.320 --> 00:10:23.701
So the biggest selling point is really...

00:10:26.192 --> 00:10:27.873
to be honest, the employee experience,

00:10:27.932 --> 00:10:29.333
hiring and retaining

00:10:29.714 --> 00:10:31.274
employees is so difficult.

00:10:31.655 --> 00:10:32.735
And for them, one,

00:10:32.796 --> 00:10:34.658
to know that they're cared for and two,

00:10:35.158 --> 00:10:37.399
to access their health and

00:10:37.418 --> 00:10:38.919
wellness benefits better.

00:10:38.940 --> 00:10:41.481
If it's a one-to-one and we

00:10:41.562 --> 00:10:43.442
have improved the employee

00:10:43.482 --> 00:10:45.485
experience and their retention goes up,

00:10:46.245 --> 00:10:46.745
it's a win.

00:10:47.306 --> 00:10:51.087
But if we use a cost calculator,

00:10:51.107 --> 00:10:53.870
I can use clients' data,

00:10:53.909 --> 00:10:54.870
but just in general,

00:10:55.230 --> 00:10:56.570
The OSHA cost calculator is

00:10:56.629 --> 00:10:58.171
going to tell you that a

00:10:58.390 --> 00:11:00.971
strain or sprain that

00:11:01.370 --> 00:11:03.311
requires medical care and

00:11:03.350 --> 00:11:04.991
has lost time associated

00:11:05.052 --> 00:11:07.312
with it and physical therapy care,

00:11:07.392 --> 00:11:10.332
it's going to be $30,000 in direct costs.

00:11:10.812 --> 00:11:12.972
Now, the employer may not pay all that.

00:11:13.033 --> 00:11:14.692
They may go through workers'

00:11:14.732 --> 00:11:17.354
comp or something, some other method.

00:11:17.394 --> 00:11:18.874
But the indirect cost for

00:11:18.974 --> 00:11:20.494
anything over $10,000 is equal to that.

00:11:20.514 --> 00:11:20.833
So that's $60,000.

00:11:25.211 --> 00:11:27.913
of lost time, coverage,

00:11:27.993 --> 00:11:30.495
decreased productivity, medical care,

00:11:31.756 --> 00:11:32.937
insurance changes,

00:11:32.957 --> 00:11:35.659
and all the other things

00:11:35.679 --> 00:11:36.600
that go along with that.

00:11:37.360 --> 00:11:40.203
And it's going to be

00:11:40.364 --> 00:11:44.206
hundreds of hours for me to cost $60,000,

00:11:44.206 --> 00:11:44.447
right?

00:11:44.606 --> 00:11:46.328
So we can see them earlier.

00:11:48.070 --> 00:11:49.912
We can maybe prevent them

00:11:49.951 --> 00:11:51.413
from going to medical at all.

00:11:52.658 --> 00:11:54.078
But if they go to medical,

00:11:54.139 --> 00:11:55.320
they get there with a

00:11:55.399 --> 00:11:58.100
really good diagnosis from a PT.

00:11:58.720 --> 00:12:00.441
They can get their care on site,

00:12:00.740 --> 00:12:03.600
so they can still be doing

00:12:03.681 --> 00:12:04.481
some kind of job,

00:12:04.562 --> 00:12:06.081
even if it's altered duty.

00:12:07.662 --> 00:12:09.863
So, I mean, I'm roughly doing the math,

00:12:10.023 --> 00:12:11.903
but if you want to make $150,000,

00:12:11.903 --> 00:12:12.623
you essentially just show…

00:12:17.700 --> 00:12:19.620
If I prevent this five times in a year,

00:12:20.821 --> 00:12:21.600
you've broken even.

00:12:22.181 --> 00:12:22.801
You've broken even.

00:12:23.522 --> 00:12:25.741
If it's 30 grand, we're generalizing here.

00:12:26.282 --> 00:12:27.643
But you can see in a

00:12:27.722 --> 00:12:29.942
workforce of 400 or 1,500 people,

00:12:30.604 --> 00:12:31.443
you've got to do that five

00:12:31.524 --> 00:12:32.543
times in 12 months.

00:12:34.124 --> 00:12:34.504
Exactly.

00:12:35.485 --> 00:12:37.085
It's not a hard sell, really,

00:12:38.066 --> 00:12:39.625
when you think of it mathematically.

00:12:41.225 --> 00:12:42.787
When you get in front of the right person.

00:12:43.407 --> 00:12:44.346
Yes, yes.

00:12:45.288 --> 00:12:46.707
And so it could be...

00:12:48.323 --> 00:12:49.424
The safety team,

00:12:49.445 --> 00:12:51.385
it could be the operations team,

00:12:52.407 --> 00:12:53.347
it could be HR.

00:12:53.388 --> 00:12:54.649
I've worked with all of those,

00:12:54.708 --> 00:12:55.509
and sometimes those are

00:12:55.548 --> 00:12:56.750
fairly intertwined.

00:12:57.269 --> 00:12:57.490
Right.

00:12:59.412 --> 00:13:01.452
But when you start talking,

00:13:01.913 --> 00:13:02.754
and this is where my

00:13:02.793 --> 00:13:05.115
communications brain kicks in, right?

00:13:05.155 --> 00:13:06.576
When you start talking to

00:13:06.677 --> 00:13:08.817
people in their language

00:13:09.119 --> 00:13:11.100
about what they value... Mm-hmm.

00:13:13.118 --> 00:13:14.820
all you have to do is just give them bait.

00:13:14.899 --> 00:13:15.681
You just,

00:13:15.821 --> 00:13:16.863
you start giving them a little

00:13:16.903 --> 00:13:17.823
breadcrumbs like, Hey,

00:13:17.844 --> 00:13:19.144
like what are your biggest,

00:13:19.566 --> 00:13:20.287
this is where I sound like

00:13:20.307 --> 00:13:21.168
the smartest guy in the room.

00:13:21.207 --> 00:13:21.849
This is my secret.

00:13:21.869 --> 00:13:22.668
I just ask questions.

00:13:22.690 --> 00:13:23.330
I never answer them.

00:13:24.076 --> 00:13:24.996
But you'll say like, hey,

00:13:25.017 --> 00:13:26.518
what are your biggest cost

00:13:27.197 --> 00:13:28.399
expenditures in terms of

00:13:28.739 --> 00:13:29.440
injuries or whatever?

00:13:29.460 --> 00:13:30.659
Oh, sprains and strains.

00:13:30.679 --> 00:13:31.100
And you're like, oh,

00:13:31.120 --> 00:13:32.100
did you know that each one?

00:13:32.581 --> 00:13:33.461
I'm sure you know because

00:13:33.501 --> 00:13:34.643
you're the math person here.

00:13:35.062 --> 00:13:35.884
You're the safety person.

00:13:35.903 --> 00:13:36.624
You're the HR person.

00:13:36.683 --> 00:13:37.825
It's 30 grand.

00:13:38.184 --> 00:13:39.346
What if I could prevent five

00:13:39.365 --> 00:13:40.746
of those every year?

00:13:40.767 --> 00:13:41.768
You're like, well, yeah,

00:13:41.788 --> 00:13:43.168
for yourself and then some.

00:13:43.528 --> 00:13:44.229
Which I'm guessing you're

00:13:44.249 --> 00:13:45.490
preventing or helping five

00:13:45.509 --> 00:13:46.451
of those in the first week

00:13:46.471 --> 00:13:48.511
or month at minimum.

00:13:48.611 --> 00:13:50.474
Well, hopefully not that many, right?

00:13:50.874 --> 00:13:51.033
Well,

00:13:51.073 --> 00:13:53.416
hopefully we're out there minimizing

00:13:53.456 --> 00:13:53.716
that.

00:13:53.816 --> 00:13:53.936
But

00:13:54.620 --> 00:13:57.020
Yeah, I mean, from last year,

00:13:57.100 --> 00:13:58.261
I had a one quarter.

00:13:58.481 --> 00:14:00.663
And if we look at treatment avoided,

00:14:00.743 --> 00:14:01.543
cost avoided,

00:14:01.803 --> 00:14:02.744
and then as well as the

00:14:02.783 --> 00:14:03.985
injury avoided and the

00:14:04.365 --> 00:14:05.346
circle we just went through,

00:14:05.365 --> 00:14:06.686
it was over $300,000.

00:14:06.686 --> 00:14:09.408
So you've done that.

00:14:09.427 --> 00:14:10.908
You do this math regularly.

00:14:10.948 --> 00:14:12.789
Do you do this or does the

00:14:12.809 --> 00:14:14.990
company do this in your viewing?

00:14:15.370 --> 00:14:15.931
I do it.

00:14:16.130 --> 00:14:18.633
And then usually actually

00:14:18.673 --> 00:14:19.952
what I do if I don't have

00:14:20.052 --> 00:14:22.914
access to their claims data is

00:14:23.751 --> 00:14:24.712
Because they would know what

00:14:24.732 --> 00:14:28.075
an average strain costs,

00:14:28.134 --> 00:14:28.816
and it might be different

00:14:28.855 --> 00:14:30.116
than the OSHA cost calculator.

00:14:30.596 --> 00:14:32.518
I just take 10% of the OSHA

00:14:32.538 --> 00:14:34.419
cost calculator and just say,

00:14:35.460 --> 00:14:37.261
this is a very conservative model,

00:14:37.361 --> 00:14:38.543
and I've still saved you a

00:14:38.602 --> 00:14:40.083
ton more money than you've paid me.

00:14:42.385 --> 00:14:45.067
You're starting using objective real,

00:14:45.307 --> 00:14:47.788
their real objective data and saying,

00:14:49.230 --> 00:14:49.750
so let's look.

00:14:50.597 --> 00:14:52.378
So if you do this ballpark,

00:14:52.538 --> 00:14:55.178
what would you think having

00:14:55.219 --> 00:15:00.059
a PT at a physical

00:15:00.120 --> 00:15:03.240
demanding facility like beverage, canning,

00:15:03.260 --> 00:15:05.461
whatever, and food processing,

00:15:06.302 --> 00:15:08.802
what does having a PT save a company?

00:15:08.822 --> 00:15:09.923
Could you even ballpark that?

00:15:13.183 --> 00:15:13.864
Yeah.

00:15:17.654 --> 00:15:18.375
You know, I don't know.

00:15:18.735 --> 00:15:20.236
I would just say cost to

00:15:20.277 --> 00:15:23.120
benefit ratio guaranteed of one to three.

00:15:23.139 --> 00:15:24.100
Wow.

00:15:24.181 --> 00:15:25.381
So for every dollar spent,

00:15:25.581 --> 00:15:26.462
you're saving three.

00:15:27.023 --> 00:15:27.984
Yeah.

00:15:28.043 --> 00:15:29.946
And that's the smartest way to do it.

00:15:30.405 --> 00:15:31.226
Don't get in the weeds.

00:15:31.246 --> 00:15:31.366
I mean,

00:15:31.386 --> 00:15:32.447
I can get in the weeds of numbers

00:15:32.467 --> 00:15:33.009
if you tell them.

00:15:33.028 --> 00:15:34.129
But you're like essentially

00:15:34.250 --> 00:15:35.129
a three to one ratio.

00:15:35.770 --> 00:15:36.792
For every dollar you spend,

00:15:36.851 --> 00:15:37.893
I'm going to save you three.

00:15:38.192 --> 00:15:38.913
And I mean,

00:15:39.033 --> 00:15:40.095
anybody who runs a business is

00:15:40.115 --> 00:15:41.436
going to take that bet every day.

00:15:43.672 --> 00:15:46.836
Now, I'm not very familiar with OSHA.

00:15:47.057 --> 00:15:47.297
In fact,

00:15:47.336 --> 00:15:48.619
the only time I've ever been

00:15:48.719 --> 00:15:49.740
interacted with OSHA,

00:15:50.402 --> 00:15:51.562
I was a senior in high school.

00:15:52.605 --> 00:15:54.326
This is a weird, funny story.

00:15:55.288 --> 00:15:56.710
I was the class treasurer

00:15:56.809 --> 00:15:57.812
and my buddy was the class

00:15:57.912 --> 00:15:59.134
vice president in high school.

00:16:00.221 --> 00:16:01.783
And we were getting up for

00:16:01.802 --> 00:16:03.283
the prom or Christmas something.

00:16:03.764 --> 00:16:05.346
And in the school newsletter,

00:16:06.005 --> 00:16:07.187
they put a picture of me

00:16:07.267 --> 00:16:08.327
standing next to the ladder

00:16:08.347 --> 00:16:10.609
and my buddy Danny standing on a ladder,

00:16:10.808 --> 00:16:12.590
but one rung above where he

00:16:12.610 --> 00:16:13.230
should be standing.

00:16:13.610 --> 00:16:14.892
We are 17 years old.

00:16:15.732 --> 00:16:17.953
And we get called into the office.

00:16:19.434 --> 00:16:22.216
And our senior class advisor is giggling,

00:16:22.236 --> 00:16:23.337
but we have to have a meeting.

00:16:23.398 --> 00:16:25.599
And we're like, okay, what did we do?

00:16:25.739 --> 00:16:26.899
And they're laughing.

00:16:26.919 --> 00:16:28.701
We got a letter from OSHA about you.

00:16:28.782 --> 00:16:29.201
And we were like...

00:16:30.691 --> 00:16:31.331
We're like, we're 17.

00:16:31.371 --> 00:16:32.832
Like, what's OSHA?

00:16:33.133 --> 00:16:34.153
And it was just probably

00:16:34.173 --> 00:16:35.535
because the newsletter got

00:16:35.596 --> 00:16:36.716
mailed out to the community.

00:16:36.736 --> 00:16:38.158
Oh, yeah.

00:16:38.197 --> 00:16:39.759
Danny and I were on, you know,

00:16:39.779 --> 00:16:40.841
he's on a ladder hanging up a,

00:16:40.880 --> 00:16:42.422
I don't know, a decoration.

00:16:43.043 --> 00:16:45.785
And they're like, you did a thing.

00:16:45.826 --> 00:16:47.267
You're not supposed to.

00:16:47.547 --> 00:16:48.869
And there's this organization out there.

00:16:48.889 --> 00:16:49.649
But you're not in trouble.

00:16:50.528 --> 00:16:52.169
We just wanted to – and I was like, wow,

00:16:52.471 --> 00:16:53.331
what's OSHA?

00:16:53.932 --> 00:16:55.052
So that was my first and

00:16:55.153 --> 00:16:57.095
only slap on the wrist from OSHA.

00:16:57.154 --> 00:16:58.495
But if you look at it,

00:16:59.317 --> 00:17:01.057
the school was advertising

00:17:01.077 --> 00:17:01.999
that there were students

00:17:02.278 --> 00:17:03.340
acting unsafely on the

00:17:03.419 --> 00:17:04.181
front page of this

00:17:04.240 --> 00:17:06.061
newsletter that went out to

00:17:06.061 --> 00:17:06.403
30,000 people.

00:17:07.262 --> 00:17:08.284
And OSHA obviously wasn't

00:17:08.304 --> 00:17:09.986
trying to get 17-year-olds in trouble,

00:17:10.006 --> 00:17:11.166
but they were like, this is what we do.

00:17:12.116 --> 00:17:13.176
And it's a school district.

00:17:13.196 --> 00:17:14.337
You have an insurance policy.

00:17:14.678 --> 00:17:17.258
So if that's going on in your advertising,

00:17:17.278 --> 00:17:18.919
you shouldn't be doing it.

00:17:19.419 --> 00:17:19.598
Right.

00:17:20.019 --> 00:17:21.578
But my point of bringing

00:17:21.618 --> 00:17:22.640
this stupid anecdote is to

00:17:23.119 --> 00:17:24.000
make fun of my friend Danny

00:17:24.200 --> 00:17:25.619
and also highlight that

00:17:25.819 --> 00:17:28.540
OSHA has a ton of data and

00:17:28.621 --> 00:17:29.480
translates those things

00:17:29.540 --> 00:17:30.801
into dollars that you as a

00:17:30.942 --> 00:17:33.142
physical therapist can use.

00:17:33.162 --> 00:17:33.821
Exactly.

00:17:34.241 --> 00:17:35.163
I mean, that's got to be great.

00:17:36.103 --> 00:17:36.522
Yeah, so...

00:17:37.230 --> 00:17:39.231
Depending on the state, actually Colorado,

00:17:39.271 --> 00:17:40.152
it's a little harder to

00:17:40.192 --> 00:17:41.231
find the data because some

00:17:41.271 --> 00:17:45.693
of it they don't post, but OSHA does non,

00:17:47.374 --> 00:17:48.795
they don't get every business,

00:17:48.855 --> 00:17:50.674
but they will show you what,

00:17:52.455 --> 00:17:54.457
how many recordables they had,

00:17:54.517 --> 00:17:56.217
how many lost days,

00:17:56.277 --> 00:17:57.718
how many restricted days.

00:17:58.417 --> 00:18:00.377
And that's all data that you can use.

00:18:01.759 --> 00:18:02.878
I'm not sure,

00:18:02.898 --> 00:18:05.359
I haven't looked for specific data,

00:18:06.277 --> 00:18:07.798
like strain sprain versus

00:18:07.917 --> 00:18:09.397
broken leg versus that kind of thing.

00:18:09.438 --> 00:18:12.459
But it's super helpful.

00:18:12.538 --> 00:18:15.599
And again, if you can decrease it by 5%,

00:18:15.599 --> 00:18:16.201
that's huge.

00:18:16.580 --> 00:18:20.082
Any OSHA recordable event is

00:18:20.122 --> 00:18:21.222
bad for the company.

00:18:21.363 --> 00:18:22.663
It's bad for the business,

00:18:24.644 --> 00:18:25.804
increases their costs.

00:18:26.644 --> 00:18:28.105
And for some of these companies,

00:18:28.144 --> 00:18:28.964
something we haven't talked

00:18:29.005 --> 00:18:30.986
about is a lot of companies

00:18:31.066 --> 00:18:33.287
in this size are

00:18:33.586 --> 00:18:35.548
self-funded for their insurance.

00:18:36.876 --> 00:18:38.416
And so what that means in a

00:18:38.477 --> 00:18:42.218
nutshell is they pay for any claim.

00:18:42.337 --> 00:18:42.877
And so,

00:18:43.038 --> 00:18:44.439
and usually if they're self-funded

00:18:44.479 --> 00:18:45.338
for their health insurance,

00:18:45.378 --> 00:18:47.038
they also are for their workers comp.

00:18:47.878 --> 00:18:49.299
And there's lots of caveats to this,

00:18:49.380 --> 00:18:50.740
but if someone goes out to

00:18:50.779 --> 00:18:53.540
a PT clinic and racks up a $200 bill,

00:18:53.580 --> 00:18:55.580
which I'm pretty sure is very reasonable,

00:18:57.681 --> 00:18:59.902
then that is unrealized cost.

00:19:00.041 --> 00:19:02.082
And I'm not making $200 an hour there.

00:19:02.122 --> 00:19:03.163
I'm not greedy.

00:19:03.202 --> 00:19:04.722
I'm just making more than I would as a,

00:19:05.884 --> 00:19:07.125
staff PT somewhere.

00:19:07.904 --> 00:19:09.967
And so that is another way

00:19:10.047 --> 00:19:11.287
that you can save them money.

00:19:12.428 --> 00:19:12.567
Yeah.

00:19:12.627 --> 00:19:13.669
If you're self-funded,

00:19:14.809 --> 00:19:15.549
correct me if I'm wrong,

00:19:15.569 --> 00:19:17.651
because you are essentially

00:19:17.750 --> 00:19:22.374
saying you're more invested

00:19:22.453 --> 00:19:24.295
because you see the savings

00:19:25.236 --> 00:19:26.576
more accurately.

00:19:26.696 --> 00:19:28.478
Instead of being insured by

00:19:28.518 --> 00:19:29.458
a large corporation and

00:19:29.498 --> 00:19:30.598
paying a premium every month,

00:19:31.234 --> 00:19:32.496
you're saying we are going

00:19:32.516 --> 00:19:33.395
to take more control of

00:19:33.415 --> 00:19:34.576
this and we think we can do

00:19:34.616 --> 00:19:36.237
it cheaper by doing it ourselves.

00:19:36.877 --> 00:19:37.817
But as soon as you do,

00:19:38.137 --> 00:19:38.758
you better have some

00:19:38.817 --> 00:19:40.278
measures in there to reduce

00:19:41.200 --> 00:19:42.059
things that a physical

00:19:42.079 --> 00:19:42.779
therapist can help.

00:19:43.400 --> 00:19:45.080
Have somebody on a safety

00:19:45.101 --> 00:19:47.541
team on staff to prevent major accidents,

00:19:47.821 --> 00:19:47.923
right?

00:19:47.962 --> 00:19:49.702
Because now you're more on the hook,

00:19:50.344 --> 00:19:51.423
you have more skill in the game.

00:19:51.564 --> 00:19:52.505
So you're probably more apt

00:19:52.525 --> 00:19:54.566
to be more proactive on the

00:19:54.605 --> 00:19:55.566
low-hanging fruit.

00:19:55.746 --> 00:19:56.546
What can I prevent?

00:19:56.625 --> 00:19:57.426
What can I avoid?

00:19:57.467 --> 00:19:59.127
What can I mitigate?

00:19:59.147 --> 00:20:00.107
Do I have that right?

00:20:00.830 --> 00:20:01.310
Exactly.

00:20:01.371 --> 00:20:01.631
Yeah.

00:20:01.671 --> 00:20:02.471
So self-funded,

00:20:02.511 --> 00:20:03.632
they take the premiums and

00:20:03.652 --> 00:20:04.613
they put them in a trust

00:20:05.113 --> 00:20:06.653
and then they pay the claims,

00:20:07.374 --> 00:20:08.993
whether it be workers' comp or private.

00:20:10.615 --> 00:20:14.477
And so I had a big thought

00:20:14.517 --> 00:20:15.237
that came through.

00:20:15.896 --> 00:20:16.538
Don't know where it went.

00:20:16.637 --> 00:20:18.357
Oh, have you heard of Matt Ortt?

00:20:18.659 --> 00:20:19.358
O-H-R-T?

00:20:19.878 --> 00:20:20.118
No.

00:20:20.479 --> 00:20:24.080
He is kind of on the front

00:20:24.260 --> 00:20:26.701
edge of getting self-funded companies

00:20:27.423 --> 00:20:30.045
to use their self-funding to

00:20:30.085 --> 00:20:30.865
their benefit.

00:20:30.885 --> 00:20:33.186
He has a book called Don't Feed the Beast.

00:20:33.988 --> 00:20:37.431
And essentially, when you're self-funded,

00:20:37.471 --> 00:20:39.031
you have access to data,

00:20:39.832 --> 00:20:41.073
which you don't have if you

00:20:41.113 --> 00:20:42.294
just have an insurance company.

00:20:42.354 --> 00:20:45.355
So you can look at what your

00:20:45.576 --> 00:20:47.117
services your employees are using,

00:20:47.198 --> 00:20:47.798
aren't using,

00:20:47.897 --> 00:20:49.640
and you can create your own

00:20:49.799 --> 00:20:55.344
a la carte sort of carrier programs.

00:20:55.781 --> 00:20:57.242
which you don't get that if

00:20:58.143 --> 00:20:59.042
the insurance company is

00:20:59.083 --> 00:20:59.804
paying the claims.

00:20:59.943 --> 00:21:01.805
They just offer you plan A, B, and C,

00:21:01.865 --> 00:21:03.505
and you may be missing

00:21:03.545 --> 00:21:04.526
something or you may have

00:21:04.566 --> 00:21:05.826
some stuff that you don't use.

00:21:06.386 --> 00:21:07.067
So it's not money,

00:21:07.086 --> 00:21:09.147
but you don't have access

00:21:09.167 --> 00:21:09.907
to your own data.

00:21:10.188 --> 00:21:12.588
Now I think in 2024,

00:21:12.588 --> 00:21:13.849
we understand how valuable

00:21:13.910 --> 00:21:15.029
having access to data is

00:21:15.069 --> 00:21:16.191
because otherwise you're

00:21:16.211 --> 00:21:17.131
just trusting companies

00:21:17.171 --> 00:21:18.332
that you're paying.

00:21:20.112 --> 00:21:20.853
Exactly.

00:21:20.992 --> 00:21:22.113
And that's a lot of

00:21:22.252 --> 00:21:23.634
misplaced trust in my mind.

00:21:24.163 --> 00:21:24.804
I mean,

00:21:24.824 --> 00:21:26.285
I trust people as far as I can throw them,

00:21:26.325 --> 00:21:26.565
right?

00:21:26.904 --> 00:21:27.664
And I can't throw an

00:21:27.704 --> 00:21:28.766
insurance company very far.

00:21:30.205 --> 00:21:31.046
Or I'll hurt myself.

00:21:33.067 --> 00:21:34.067
Yes, exactly.

00:21:35.448 --> 00:21:36.788
If someone was hearing this,

00:21:36.807 --> 00:21:37.749
because I remember when I

00:21:37.909 --> 00:21:39.509
became a physical therapist not long ago,

00:21:39.528 --> 00:21:40.849
I remember hearing about

00:21:40.890 --> 00:21:41.910
people who did stuff like

00:21:41.970 --> 00:21:43.451
you and being like, oh, that's cool.

00:21:44.010 --> 00:21:45.451
But that's probably super rare.

00:21:46.271 --> 00:21:46.932
Am I right?

00:21:47.112 --> 00:21:49.292
Or was it super rare and now

00:21:49.333 --> 00:21:50.192
it's not as rare?

00:21:50.472 --> 00:21:51.993
Or like, how common is this?

00:21:54.307 --> 00:21:55.587
In the scheme of things,

00:21:55.667 --> 00:21:57.548
if we take all outpatient

00:21:58.488 --> 00:22:02.348
care and then we take onsite services,

00:22:02.429 --> 00:22:03.828
not just care, but services,

00:22:04.669 --> 00:22:06.410
it's probably a very small percentage.

00:22:06.990 --> 00:22:09.971
But there's a big push right

00:22:10.030 --> 00:22:13.030
now through the private practice section.

00:22:13.050 --> 00:22:15.051
They have a direct to

00:22:15.112 --> 00:22:17.332
employer services education

00:22:17.451 --> 00:22:19.153
curriculum that they just put up.

00:22:19.353 --> 00:22:21.313
So how to do the business side of things.

00:22:22.561 --> 00:22:24.083
Also the occupational health

00:22:24.242 --> 00:22:26.022
special interest group just

00:22:26.042 --> 00:22:27.104
came out this year with the

00:22:27.183 --> 00:22:29.105
occupational health or last

00:22:29.144 --> 00:22:30.184
year occupational health

00:22:30.265 --> 00:22:31.726
practitioner certification.

00:22:32.105 --> 00:22:33.605
And that's like all the

00:22:33.645 --> 00:22:35.047
things you need to know to

00:22:35.267 --> 00:22:37.288
work properly onsite.

00:22:38.367 --> 00:22:40.709
And if I can do a little plug here,

00:22:40.729 --> 00:22:42.028
I brought my book.

00:22:43.450 --> 00:22:44.789
The Onsite Physical Therapist.

00:22:45.211 --> 00:22:45.971
Yeah.

00:22:46.730 --> 00:22:48.471
And so the reason that I

00:22:48.511 --> 00:22:51.512
wrote this book is during the pandemic,

00:22:52.615 --> 00:22:55.856
I realized how unequitable

00:22:56.837 --> 00:22:58.298
healthcare is for employees

00:22:58.317 --> 00:23:00.900
that work in these onsite

00:23:01.440 --> 00:23:02.661
manual therapy positions.

00:23:03.260 --> 00:23:04.382
The production line doesn't

00:23:04.521 --> 00:23:06.563
stop when they leave.

00:23:07.124 --> 00:23:09.285
They lose pay if they leave

00:23:10.400 --> 00:23:11.441
to go to an appointment.

00:23:11.721 --> 00:23:13.241
The employer has to approve

00:23:13.301 --> 00:23:15.784
it or hire somebody else to put in there.

00:23:15.824 --> 00:23:17.105
And so people just are not

00:23:17.164 --> 00:23:17.965
getting the care.

00:23:18.066 --> 00:23:18.865
And, you know,

00:23:18.906 --> 00:23:19.747
this people were just

00:23:19.807 --> 00:23:20.948
sleeping at work and going

00:23:21.008 --> 00:23:22.528
back to work during the pandemic,

00:23:22.769 --> 00:23:23.569
essential workers.

00:23:24.471 --> 00:23:25.611
And they just,

00:23:25.872 --> 00:23:26.932
they just were not using

00:23:26.971 --> 00:23:27.673
their healthcare.

00:23:28.073 --> 00:23:29.795
And so, you know, I,

00:23:31.135 --> 00:23:32.256
I just felt so passionate

00:23:32.296 --> 00:23:32.977
about these people that

00:23:33.017 --> 00:23:35.137
were putting food on your table.

00:23:37.359 --> 00:23:38.181
And so for me,

00:23:39.065 --> 00:23:40.465
every time I would meet a PT

00:23:40.506 --> 00:23:41.967
like at CSM last year,

00:23:41.987 --> 00:23:44.067
I met people and they're like, Oh,

00:23:44.107 --> 00:23:45.409
I didn't know that you could do that.

00:23:45.469 --> 00:23:46.229
I didn't know that was a

00:23:46.308 --> 00:23:48.431
thing to work on site.

00:23:49.131 --> 00:23:51.532
And as my dad said,

00:23:51.553 --> 00:23:52.452
so you're going to write a

00:23:52.593 --> 00:23:54.314
book and teach people how

00:23:54.413 --> 00:23:55.075
to do what you do.

00:23:55.134 --> 00:23:55.775
And they're going to take

00:23:55.815 --> 00:23:56.576
all your business.

00:23:56.655 --> 00:23:58.596
And all I said was yes,

00:23:59.017 --> 00:23:59.978
because I believe there's

00:24:00.057 --> 00:24:01.338
enough business for all of us.

00:24:01.939 --> 00:24:03.559
And I believe that,

00:24:05.133 --> 00:24:05.373
You know,

00:24:05.393 --> 00:24:06.353
there's certainly going to be

00:24:06.393 --> 00:24:07.814
people that need to go to clinics.

00:24:08.094 --> 00:24:10.394
But why do we need to use

00:24:10.413 --> 00:24:11.755
this middleman insurance,

00:24:11.775 --> 00:24:13.134
make it such a big deal

00:24:13.154 --> 00:24:14.255
when they can just come to

00:24:14.394 --> 00:24:15.415
us and we can help them?

00:24:15.516 --> 00:24:16.776
We can prevent them from

00:24:16.836 --> 00:24:17.955
going to the emergency

00:24:18.036 --> 00:24:19.416
department with a strain.

00:24:19.436 --> 00:24:20.116
Right.

00:24:21.096 --> 00:24:22.257
You writing that book, I mean,

00:24:23.698 --> 00:24:25.357
it's a drop in the bucket.

00:24:25.857 --> 00:24:27.097
Like what we're competing with.

00:24:27.179 --> 00:24:27.699
It's that scene.

00:24:27.759 --> 00:24:28.919
I mention this all the time.

00:24:28.959 --> 00:24:29.898
It's the scene from that movie,

00:24:29.919 --> 00:24:31.058
A Beautiful Mind.

00:24:31.339 --> 00:24:33.079
If we all compete, we all actually lose.

00:24:34.590 --> 00:24:35.590
But if we coordinate,

00:24:35.711 --> 00:24:36.371
and that's what I tell

00:24:36.391 --> 00:24:37.071
people all the time,

00:24:37.211 --> 00:24:38.432
even if you're a local PT

00:24:38.511 --> 00:24:39.372
and there's five other PTs

00:24:39.491 --> 00:24:40.573
in your small little town,

00:24:41.492 --> 00:24:42.673
the other PTs aren't as

00:24:42.732 --> 00:24:44.212
much as your competition as you think.

00:24:45.013 --> 00:24:46.413
In fact, if you work together,

00:24:46.433 --> 00:24:48.615
and I'm not saying join practices.

00:24:48.694 --> 00:24:49.555
I'm not saying formally.

00:24:50.494 --> 00:24:51.255
You writing the book,

00:24:51.394 --> 00:24:52.476
empowering other people,

00:24:52.496 --> 00:24:54.796
but you know the math.

00:24:54.816 --> 00:24:55.476
And I don't know where the

00:24:55.496 --> 00:24:56.636
heck I got the statistic from,

00:24:56.656 --> 00:24:58.457
but 7% of people who could

00:24:58.616 --> 00:24:59.777
use or could benefit from

00:24:59.797 --> 00:25:03.358
PT actually access it. 7%.

00:25:03.358 --> 00:25:04.500
Which I'm not a mathematician,

00:25:04.519 --> 00:25:06.401
but 93% is out there.

00:25:06.461 --> 00:25:07.902
So we're arguing over seven

00:25:08.482 --> 00:25:10.344
when we can collaborate over 93.

00:25:10.344 --> 00:25:11.825
I'll take that.

00:25:11.924 --> 00:25:14.748
I'll take part of the 93 and

00:25:15.167 --> 00:25:16.828
some of the scraps of seven.

00:25:17.690 --> 00:25:18.671
Yeah, exactly.

00:25:19.131 --> 00:25:19.611
Exactly.

00:25:20.112 --> 00:25:20.951
Who should read your book

00:25:21.211 --> 00:25:21.873
and what are they going to

00:25:21.913 --> 00:25:23.094
learn when they get it?

00:25:23.992 --> 00:25:24.292
Well,

00:25:24.813 --> 00:25:27.253
physical therapists should read my book.

00:25:27.334 --> 00:25:28.494
They're going to learn what

00:25:28.575 --> 00:25:30.875
my process was like, how I started,

00:25:31.195 --> 00:25:32.115
how you can enter.

00:25:32.135 --> 00:25:33.096
It doesn't have to be

00:25:33.297 --> 00:25:34.696
knocking on doors right away.

00:25:34.737 --> 00:25:36.137
You can join a fitness company.

00:25:36.758 --> 00:25:39.038
You can leverage a

00:25:39.098 --> 00:25:41.119
methodology company that

00:25:41.500 --> 00:25:44.101
teaches industrial onsite services.

00:25:46.121 --> 00:25:50.682
You can leverage a medical

00:25:50.782 --> 00:25:52.683
center or go in with a physician.

00:25:53.648 --> 00:25:56.192
to provide two sets of services onsite.

00:25:57.452 --> 00:25:58.994
So physical therapists, for sure.

00:25:59.015 --> 00:26:01.538
If you don't have any industrial skills,

00:26:01.557 --> 00:26:02.419
then you'll probably need a

00:26:02.479 --> 00:26:03.259
little more training.

00:26:03.299 --> 00:26:05.122
But if you've done some industrial skills,

00:26:05.461 --> 00:26:06.384
this is what you need.

00:26:06.804 --> 00:26:09.047
What are industrial skills?

00:26:09.606 --> 00:26:11.710
Functional job evaluation,

00:26:12.771 --> 00:26:14.912
Pre-employment, post-employment testing,

00:26:14.932 --> 00:26:16.512
ergonomics.

00:26:17.313 --> 00:26:18.873
So these are the things that you meant,

00:26:20.113 --> 00:26:20.973
and correct me if I'm wrong,

00:26:21.034 --> 00:26:22.013
these are the things that

00:26:22.153 --> 00:26:24.753
in the Academy of Orthopedic PT,

00:26:24.814 --> 00:26:27.934
the occupational health SIG certification,

00:26:27.994 --> 00:26:28.714
those are the types of

00:26:28.734 --> 00:26:29.974
things they'll teach you in that.

00:26:31.535 --> 00:26:31.974
Exactly.

00:26:32.336 --> 00:26:33.675
Rick Wickstrom was sort of

00:26:33.695 --> 00:26:35.056
the guy who led that charge, right?

00:26:35.215 --> 00:26:36.155
Exactly.

00:26:36.355 --> 00:26:37.375
Yeah.

00:26:38.176 --> 00:26:38.416
Yeah.

00:26:38.457 --> 00:26:38.916
Yeah.

00:26:39.336 --> 00:26:40.136
Committee for them.

00:26:40.156 --> 00:26:40.196
So.

00:26:41.027 --> 00:26:41.186
Yeah.

00:26:41.247 --> 00:26:42.347
I got to work with Rick and like,

00:26:42.448 --> 00:26:43.449
how do we promote this?

00:26:44.430 --> 00:26:45.570
And the funny part is a lot

00:26:45.590 --> 00:26:48.232
of the reviews that came in were,

00:26:48.973 --> 00:26:50.134
I didn't know this was a thing.

00:26:51.194 --> 00:26:51.395
Yeah.

00:26:51.796 --> 00:26:52.236
It's amazing.

00:26:52.256 --> 00:26:53.877
Like you, you know, someone saying to you,

00:26:53.938 --> 00:26:54.698
you're going to write this

00:26:54.738 --> 00:26:55.419
book and everyone's going

00:26:55.439 --> 00:26:56.200
to steal your business.

00:26:56.220 --> 00:26:56.480
You're like,

00:26:56.500 --> 00:26:58.781
do you know how many people have no idea?

00:26:59.622 --> 00:26:59.923
None.

00:27:00.803 --> 00:27:01.364
And then, you know,

00:27:01.384 --> 00:27:02.625
people that read the book,

00:27:04.026 --> 00:27:05.007
five are going to take action.

00:27:05.047 --> 00:27:06.067
Like you want it to be,

00:27:06.508 --> 00:27:07.628
but you know how humans are.

00:27:08.410 --> 00:27:08.630
Yes.

00:27:08.849 --> 00:27:09.790
I know how humans are.

00:27:11.464 --> 00:27:12.465
I got a pile of books that

00:27:12.486 --> 00:27:13.185
I'm going to read and

00:27:13.226 --> 00:27:14.007
become a better person.

00:27:14.047 --> 00:27:15.647
And I'm going to do 4% of

00:27:15.688 --> 00:27:16.828
the things that I read.

00:27:16.909 --> 00:27:17.828
I want to do all of them,

00:27:18.150 --> 00:27:18.690
but we're humans.

00:27:19.250 --> 00:27:21.231
You're writing this because number one,

00:27:21.251 --> 00:27:23.032
you've been doing this PT

00:27:23.053 --> 00:27:24.433
for more than 20 years.

00:27:24.673 --> 00:27:25.674
Yes, exactly.

00:27:26.075 --> 00:27:27.476
And you're saying people deserve it.

00:27:28.717 --> 00:27:29.356
Oh my gosh.

00:27:29.537 --> 00:27:30.357
People that you treat.

00:27:30.417 --> 00:27:30.857
I mean, yeah.

00:27:31.577 --> 00:27:31.798
Yes.

00:27:32.058 --> 00:27:32.919
People deserve this.

00:27:33.038 --> 00:27:33.259
All right.

00:27:33.440 --> 00:27:35.941
So I would like occupational

00:27:36.000 --> 00:27:37.803
health to stop being about

00:27:37.843 --> 00:27:39.663
workers' compensation injuries and,

00:27:40.134 --> 00:27:42.695
and to be about total worker health.

00:27:44.135 --> 00:27:45.356
Because when you say Occ Health,

00:27:45.396 --> 00:27:46.218
people are like, oh,

00:27:46.238 --> 00:27:48.038
the case manager and the

00:27:48.078 --> 00:27:49.159
doctor and they're

00:27:49.519 --> 00:27:51.000
malingering and all of these things.

00:27:51.060 --> 00:27:52.781
And it needs to be about

00:27:52.862 --> 00:27:55.303
employees and their health in general.

00:27:55.782 --> 00:27:57.223
And then it makes a ton of

00:27:57.243 --> 00:27:58.125
more sense to people.

00:27:58.144 --> 00:28:01.886
A ballpark it for me,

00:28:01.906 --> 00:28:02.688
and you can say you don't know,

00:28:02.728 --> 00:28:03.428
because I'm asking you a

00:28:03.448 --> 00:28:04.288
lot of data questions.

00:28:04.308 --> 00:28:05.189
You're like, I don't know, man.

00:28:05.950 --> 00:28:07.309
How many PTs are doing this?

00:28:10.898 --> 00:28:11.599
And then what would you

00:28:11.680 --> 00:28:15.183
consider success in 10 years?

00:28:15.203 --> 00:28:15.785
What I'm asking is,

00:28:15.924 --> 00:28:16.846
how much room do you think

00:28:16.865 --> 00:28:17.707
there is for growth?

00:28:18.448 --> 00:28:21.111
Like if you said, if we maxed out,

00:28:21.671 --> 00:28:22.511
if everybody read your book

00:28:22.531 --> 00:28:23.594
and then every position

00:28:23.614 --> 00:28:24.615
that could be filled was,

00:28:25.895 --> 00:28:27.878
how much room for growth is this?

00:28:27.898 --> 00:28:30.342
Yeah.

00:28:32.791 --> 00:28:34.593
99% of employers.

00:28:35.074 --> 00:28:36.413
I was going to guess a lot.

00:28:36.714 --> 00:28:37.335
I was going to say 80%.

00:28:37.375 --> 00:28:39.796
But you're thinking we're at

00:28:39.796 --> 00:28:41.857
1% of tax capacity by doing this.

00:28:42.657 --> 00:28:43.699
I think in terms of

00:28:44.538 --> 00:28:47.020
employers and their

00:28:47.101 --> 00:28:48.481
employees having access.

00:28:48.622 --> 00:28:48.882
I mean,

00:28:48.922 --> 00:28:51.523
we know that Toyota and Chevron are

00:28:51.844 --> 00:28:53.345
awesome at this, right?

00:28:53.765 --> 00:28:55.865
We've heard a lot of studies

00:28:55.905 --> 00:28:56.787
that come from them.

00:28:56.807 --> 00:28:58.587
I mean, if you...

00:28:59.436 --> 00:29:01.117
If we go back a couple of decades,

00:29:01.337 --> 00:29:02.417
look at the military.

00:29:02.478 --> 00:29:04.578
The military did this out of, sorry,

00:29:04.598 --> 00:29:05.759
I got something coming on here.

00:29:07.338 --> 00:29:09.059
Get off of there.

00:29:10.539 --> 00:29:12.500
More technology problems.

00:29:13.240 --> 00:29:15.082
The military started because

00:29:15.102 --> 00:29:16.342
they didn't have enough orthopedists.

00:29:16.362 --> 00:29:16.642
So in the 70s,

00:29:16.662 --> 00:29:20.143
they gave PTs permission to do things.

00:29:20.304 --> 00:29:23.243
And now PTs are embedded everywhere,

00:29:23.944 --> 00:29:24.305
right?

00:29:24.765 --> 00:29:27.346
So let's follow the military

00:29:27.385 --> 00:29:27.945
in that regard.

00:29:28.492 --> 00:29:30.012
Well, that's usually how innovation goes.

00:29:30.773 --> 00:29:33.835
Because the military has need,

00:29:34.734 --> 00:29:37.296
usually acute need at scale, and money.

00:29:38.556 --> 00:29:39.955
And necessity is the mother of invention,

00:29:39.976 --> 00:29:40.777
but you know what else is?

00:29:41.096 --> 00:29:42.136
Necessity plus money.

00:29:44.317 --> 00:29:45.837
And they also track things.

00:29:45.877 --> 00:29:47.159
As much as we want to knock the government,

00:29:47.179 --> 00:29:48.038
they track stuff.

00:29:48.791 --> 00:29:49.593
Yeah, exactly.

00:29:49.833 --> 00:29:51.454
Like, Hey, for every dollar we spend,

00:29:51.474 --> 00:29:51.976
we get three.

00:29:51.996 --> 00:29:53.416
It's like, well, I like that math,

00:29:53.436 --> 00:29:54.198
that math maths.

00:29:54.739 --> 00:29:56.140
And then you start to see it down.

00:29:56.180 --> 00:29:57.221
It goes from the federal

00:29:57.260 --> 00:29:58.583
government with the military.

00:29:59.103 --> 00:30:02.026
And then I started to do this back in 2016,

00:30:02.026 --> 00:30:02.326
2017.

00:30:02.326 --> 00:30:03.508
And I know it was happening before this,

00:30:03.528 --> 00:30:04.588
but I just started to hear about it then,

00:30:05.049 --> 00:30:05.529
which was.

00:30:06.621 --> 00:30:08.481
like state or city

00:30:08.521 --> 00:30:10.123
governments in the fire department,

00:30:10.163 --> 00:30:11.163
police department, EMTs,

00:30:11.202 --> 00:30:12.943
where they're like, hey,

00:30:12.963 --> 00:30:14.224
a fireman being out for

00:30:14.244 --> 00:30:15.925
three months sucks.

00:30:16.165 --> 00:30:16.965
Oh, yeah, you know what?

00:30:17.006 --> 00:30:18.547
Because it costs us money.

00:30:18.866 --> 00:30:20.307
So you've got to push on the soft spot.

00:30:21.048 --> 00:30:22.689
You know, yes, it sucks for this guy,

00:30:22.709 --> 00:30:24.450
but that typically doesn't

00:30:24.470 --> 00:30:25.069
move the needle.

00:30:25.269 --> 00:30:26.711
Oh, it's our bottom line.

00:30:26.911 --> 00:30:27.090
Oh,

00:30:27.151 --> 00:30:29.491
now we have needless money or lack

00:30:29.511 --> 00:30:29.912
thereof.

00:30:30.393 --> 00:30:31.532
That's when things start to move.

00:30:32.433 --> 00:30:32.874
Exactly.

00:30:33.549 --> 00:30:34.871
And then you go to

00:30:34.891 --> 00:30:35.750
businesses and they are

00:30:35.790 --> 00:30:36.651
very acutely aware.

00:30:36.671 --> 00:30:37.270
Sorry, I cut you off.

00:30:38.112 --> 00:30:38.892
Oh, no, that's okay.

00:30:39.311 --> 00:30:39.551
You know,

00:30:39.632 --> 00:30:41.893
one thing that I think people

00:30:41.932 --> 00:30:43.334
don't realize is if someone

00:30:43.513 --> 00:30:44.513
is injured at work,

00:30:44.814 --> 00:30:46.234
they're going to lose

00:30:46.974 --> 00:30:48.736
almost $4,000 over the next

00:30:48.816 --> 00:30:49.955
subsequent two to three

00:30:50.016 --> 00:30:51.957
years because of their time off.

00:30:54.238 --> 00:30:55.718
Yeah, the person that got injured.

00:30:56.419 --> 00:30:57.378
Because most people...

00:30:58.163 --> 00:30:59.262
When you're on workers' comp,

00:30:59.303 --> 00:31:00.324
you're usually not getting

00:31:00.324 --> 00:31:01.963
100% of your pay.

00:31:02.243 --> 00:31:06.325
And that's a 40-hour payment.

00:31:06.464 --> 00:31:07.846
And most people in these

00:31:07.905 --> 00:31:09.506
jobs work more than 40 hours.

00:31:10.125 --> 00:31:11.526
So they may take a 50% or

00:31:11.526 --> 00:31:16.508
60% hit in what they're bringing home.

00:31:17.907 --> 00:31:18.627
I did not know that.

00:31:19.367 --> 00:31:21.808
Yeah.

00:31:21.848 --> 00:31:23.569
My big injury in radio was

00:31:23.630 --> 00:31:25.109
if I had a little bit of a sore throat.

00:31:26.400 --> 00:31:26.579
Yeah,

00:31:26.599 --> 00:31:28.681
and then you spend 45 minutes with me.

00:31:28.701 --> 00:31:30.840
All right,

00:31:30.861 --> 00:31:32.082
so now I want to get into specifics.

00:31:32.582 --> 00:31:33.622
What are some of the common,

00:31:33.642 --> 00:31:34.882
you mentioned sprains and strains.

00:31:34.902 --> 00:31:35.702
What are some of like,

00:31:35.782 --> 00:31:36.923
what's your top 10 list of

00:31:36.982 --> 00:31:39.022
like things you see regularly?

00:31:39.564 --> 00:31:43.704
Yeah, so shoulder movement dysfunction.

00:31:44.845 --> 00:31:45.744
Back.

00:31:47.486 --> 00:31:47.766
You know,

00:31:47.826 --> 00:31:49.865
we've done a really good job with

00:31:49.965 --> 00:31:52.067
back at my larger facility.

00:31:53.335 --> 00:31:53.976
Um, you know,

00:31:53.996 --> 00:31:54.816
they put in some roller

00:31:54.855 --> 00:31:56.837
tables and lifting things, um,

00:31:57.278 --> 00:31:59.799
robots that lift, um,

00:32:00.039 --> 00:32:01.121
at the other facility,

00:32:01.221 --> 00:32:02.501
it's super young people and

00:32:02.521 --> 00:32:03.942
their backs are more pliable.

00:32:04.663 --> 00:32:07.645
Um, so we do get some backs,

00:32:07.705 --> 00:32:08.865
but usually it's, uh,

00:32:08.885 --> 00:32:09.886
their glutes aren't working

00:32:11.567 --> 00:32:12.989
and all this sounds familiar to you.

00:32:13.048 --> 00:32:17.873
I know, um, lots of forearm, uh, stuff,

00:32:17.913 --> 00:32:18.212
you know,

00:32:18.292 --> 00:32:19.794
people always say I have carpal tunnel.

00:32:19.834 --> 00:32:20.575
That's not really a big

00:32:20.615 --> 00:32:22.076
thing with what we see, but, um,

00:32:23.028 --> 00:32:24.428
it is the, again,

00:32:24.488 --> 00:32:26.368
the tension and the overuse

00:32:26.669 --> 00:32:28.189
and the core not helping.

00:32:28.249 --> 00:32:29.868
And so we do a couple of

00:32:29.909 --> 00:32:32.210
releases in six minutes,

00:32:32.509 --> 00:32:33.809
teach them one thing to do.

00:32:33.869 --> 00:32:34.549
They feel better.

00:32:34.630 --> 00:32:35.671
So then they come back next

00:32:35.750 --> 00:32:37.550
week and we do a little more,

00:32:37.691 --> 00:32:38.931
but you gotta, you gotta be quick.

00:32:38.971 --> 00:32:40.332
You gotta, you can't be like, Oh,

00:32:40.372 --> 00:32:40.932
let's see.

00:32:40.991 --> 00:32:42.112
You gotta be good with your

00:32:42.991 --> 00:32:46.472
diagnoses and know when

00:32:46.492 --> 00:32:48.073
someone is trying to snow you under.

00:32:48.272 --> 00:32:48.913
Cause you know,

00:32:49.032 --> 00:32:49.993
one out of a hundred are

00:32:50.013 --> 00:32:51.554
going to do that to try and get off work.

00:32:53.250 --> 00:32:55.992
this has got to be just

00:32:56.053 --> 00:32:57.213
terribly gratifying.

00:32:57.854 --> 00:32:58.815
Like you're really, I mean,

00:32:58.954 --> 00:33:00.075
because people who work

00:33:00.655 --> 00:33:01.556
these types of jobs,

00:33:01.695 --> 00:33:02.717
they don't want typically,

00:33:02.876 --> 00:33:04.637
you said one out of 99 out

00:33:04.657 --> 00:33:05.959
of a hundred want to be

00:33:06.098 --> 00:33:07.359
able to keep working.

00:33:07.901 --> 00:33:09.340
And you, I mean,

00:33:09.361 --> 00:33:10.902
you help a big part of allowing that.

00:33:11.742 --> 00:33:12.763
Yes, for sure.

00:33:12.923 --> 00:33:14.484
I, it's just, it's awesome.

00:33:14.805 --> 00:33:15.505
I just love it.

00:33:16.205 --> 00:33:17.666
People are so thankful for

00:33:17.787 --> 00:33:19.327
any type of care they can get.

00:33:20.068 --> 00:33:21.730
to know that it's not serious,

00:33:22.089 --> 00:33:24.230
to know where to go, to feel better,

00:33:24.329 --> 00:33:26.131
even if it's short-lived

00:33:26.211 --> 00:33:27.451
for the first couple sessions.

00:33:27.592 --> 00:33:29.912
But, you know, in general,

00:33:30.932 --> 00:33:32.093
I'm in a position where two

00:33:32.133 --> 00:33:33.314
or three sessions and

00:33:33.334 --> 00:33:34.953
they're 80 or 90% better

00:33:35.614 --> 00:33:37.075
when you get them early, right?

00:33:37.095 --> 00:33:38.095
And if they're not,

00:33:38.154 --> 00:33:39.215
then you refer and you go

00:33:39.236 --> 00:33:40.256
through all the right channels.

00:33:40.355 --> 00:33:42.457
But there's so many people in that boat.

00:33:43.896 --> 00:33:47.417
And I will tell you that we, you know,

00:33:47.459 --> 00:33:48.798
we have people that have had

00:33:49.380 --> 00:33:50.280
therapy elsewhere.

00:33:50.320 --> 00:33:52.583
And then I come on site and

00:33:52.742 --> 00:33:53.624
start doing it there.

00:33:53.743 --> 00:33:55.644
And they say, well,

00:33:55.664 --> 00:33:57.507
they never did any of this with me.

00:33:58.307 --> 00:34:00.809
And it's not because of the therapist,

00:34:00.829 --> 00:34:01.869
which I always emphasize,

00:34:01.931 --> 00:34:02.990
it's because of the system

00:34:03.030 --> 00:34:05.393
that therapists are working in outside.

00:34:05.953 --> 00:34:06.634
They have so many

00:34:06.674 --> 00:34:07.835
bureaucracies and so many

00:34:07.895 --> 00:34:09.916
things that they have to meet, you know,

00:34:09.956 --> 00:34:11.858
they have to see three patients an hour.

00:34:11.878 --> 00:34:15.981
Yeah, that just sucks the big banana,

00:34:16.041 --> 00:34:16.623
to be honest.

00:34:18.166 --> 00:34:18.865
Probably the first time I've

00:34:18.885 --> 00:34:19.726
ever had that phrase on a

00:34:19.746 --> 00:34:21.126
show in more than 1,200 episodes.

00:34:21.286 --> 00:34:22.027
Sucks the big banana.

00:34:22.047 --> 00:34:22.447
I do like it.

00:34:22.467 --> 00:34:23.047
I'm going to use that.

00:34:23.188 --> 00:34:24.507
I'm going to incorporate that.

00:34:25.889 --> 00:34:26.108
Chris,

00:34:26.148 --> 00:34:27.248
we do a segment on the show called

00:34:27.268 --> 00:34:27.949
Three Questions.

00:34:27.989 --> 00:34:29.230
Are you ready for three questions?

00:34:29.789 --> 00:34:30.050
Okay.

00:34:30.510 --> 00:34:30.851
Let's do it.

00:34:31.190 --> 00:34:32.371
On the hunt seat with three

00:34:32.411 --> 00:34:34.012
questions on the PT Pinecast.

00:34:34.032 --> 00:34:34.211
All right,

00:34:34.231 --> 00:34:35.152
three questions brought to you

00:34:35.172 --> 00:34:36.233
by our friends at ATI,

00:34:36.253 --> 00:34:37.452
giving you the tools and

00:34:37.472 --> 00:34:39.273
the opportunity to do what you love.

00:34:39.594 --> 00:34:39.833
Okay.

00:34:40.735 --> 00:34:40.875
Uh,

00:34:40.954 --> 00:34:43.215
find them online at ati.com and let's

00:34:43.235 --> 00:34:44.297
see where you're going.

00:34:44.356 --> 00:34:45.117
Three questions.

00:34:45.237 --> 00:34:45.898
First question.

00:34:46.677 --> 00:34:47.358
Um, if you could,

00:34:47.478 --> 00:34:49.438
if there was a song about

00:34:49.579 --> 00:34:52.101
any aspect of your professional journey,

00:34:52.320 --> 00:34:53.820
what would it be titled in your life?

00:34:53.860 --> 00:34:54.961
There was a song that could

00:34:55.001 --> 00:34:56.382
describe what you get to do.

00:34:56.402 --> 00:34:57.342
I have a couple of them on.

00:34:58.063 --> 00:34:58.623
What do you think?

00:35:00.184 --> 00:35:01.025
Oh my goodness.

00:35:01.644 --> 00:35:02.786
So many options.

00:35:03.485 --> 00:35:03.965
Yeah.

00:35:04.507 --> 00:35:07.307
I think that, um,

00:35:09.045 --> 00:35:10.585
It would probably be dancing queen.

00:35:11.106 --> 00:35:11.425
Okay.

00:35:11.666 --> 00:35:11.927
Why?

00:35:12.586 --> 00:35:14.688
Because of the joy of that song.

00:35:14.847 --> 00:35:15.929
And like,

00:35:16.208 --> 00:35:17.208
there have been times when I've

00:35:17.228 --> 00:35:18.409
helped somebody or left my

00:35:18.449 --> 00:35:19.710
day and I'm like, yes.

00:35:20.771 --> 00:35:22.172
And it feels great.

00:35:22.192 --> 00:35:23.853
I was going to go with nine to five.

00:35:26.327 --> 00:35:27.188
Working nine to five.

00:35:27.628 --> 00:35:28.789
That's why it's a question for you.

00:35:28.829 --> 00:35:29.608
I just write the questions.

00:35:29.628 --> 00:35:30.168
I don't answer them.

00:35:30.690 --> 00:35:33.610
What's a moment that takes

00:35:33.630 --> 00:35:35.010
you back into your career

00:35:35.030 --> 00:35:37.231
that highlights the wins

00:35:37.251 --> 00:35:38.452
that you're able to provide?

00:35:38.472 --> 00:35:39.012
You don't have to say the

00:35:39.032 --> 00:35:39.612
name of the person,

00:35:39.632 --> 00:35:41.074
but is there a story from a

00:35:41.134 --> 00:35:42.614
person that you're like, hey,

00:35:42.713 --> 00:35:44.934
this really mattered.

00:35:45.094 --> 00:35:46.856
This was a postcard moment for me.

00:35:49.117 --> 00:35:50.277
Yes.

00:35:50.376 --> 00:35:51.496
We had somebody who...

00:35:53.586 --> 00:35:55.166
he was having some rib pain

00:35:55.226 --> 00:35:56.248
and he was going to Hawaii

00:35:56.268 --> 00:35:57.527
the next day for vacation

00:35:57.547 --> 00:35:59.027
and it hurt him to breathe.

00:35:59.068 --> 00:36:01.369
And so we started talking

00:36:01.429 --> 00:36:02.588
and I knew him from seeing

00:36:02.628 --> 00:36:03.528
him on the gym floor.

00:36:03.568 --> 00:36:04.248
And he's like, yeah,

00:36:04.929 --> 00:36:07.309
I have been having this, um,

00:36:07.670 --> 00:36:10.590
like when I hike, like I can't stop, um,

00:36:11.030 --> 00:36:12.170
walking when I'm downhill.

00:36:12.190 --> 00:36:12.490
Like I,

00:36:12.510 --> 00:36:14.550
he described like a festinating

00:36:14.610 --> 00:36:16.251
gate and he had had a, um,

00:36:17.092 --> 00:36:18.371
small concussion with a

00:36:18.411 --> 00:36:20.193
helmet about four months ago,

00:36:20.313 --> 00:36:22.092
skiing got cleared by the physician and,

00:36:22.710 --> 00:36:23.992
And I started doing some tests.

00:36:24.072 --> 00:36:25.452
We called the physician.

00:36:25.492 --> 00:36:26.554
He got an MRI that night.

00:36:26.594 --> 00:36:29.297
He had a bilateral subdural

00:36:29.317 --> 00:36:31.197
hematoma and he was in

00:36:31.237 --> 00:36:31.998
surgery that night.

00:36:32.099 --> 00:36:35.322
So, you know, saving his life,

00:36:35.461 --> 00:36:36.003
I don't know,

00:36:36.123 --> 00:36:38.143
but that's what having the

00:36:38.244 --> 00:36:40.847
time with people gets you.

00:36:41.965 --> 00:36:42.965
If there's ever an example

00:36:42.985 --> 00:36:44.347
for meeting people where they are,

00:36:45.567 --> 00:36:46.827
unfortunately, right?

00:36:47.208 --> 00:36:48.347
We are at work rather than

00:36:48.367 --> 00:36:49.949
we are other places.

00:36:50.369 --> 00:36:52.250
So meetings, that's great.

00:36:52.349 --> 00:36:53.110
That's a great answer.

00:36:55.550 --> 00:36:56.231
And let me ask you this.

00:36:57.211 --> 00:36:58.271
You do love music, right?

00:36:58.291 --> 00:36:59.152
That's what you sort of led

00:36:59.211 --> 00:37:00.233
with the music question.

00:37:00.273 --> 00:37:01.313
You have a love for music.

00:37:01.393 --> 00:37:02.353
Besides music,

00:37:02.454 --> 00:37:05.034
if you could master any other art form,

00:37:05.755 --> 00:37:09.456
what would it be and why?

00:37:09.476 --> 00:37:10.896
Probably...

00:37:11.637 --> 00:37:12.998
Mountain biking without crashing.

00:37:13.018 --> 00:37:15.498
I like how you added that Latin.

00:37:15.518 --> 00:37:17.679
The very occupational health

00:37:17.820 --> 00:37:19.559
answer is mountain biking

00:37:19.579 --> 00:37:20.219
without permission.

00:37:20.320 --> 00:37:20.860
It's very smart.

00:37:21.501 --> 00:37:22.621
I think that hopefully that

00:37:22.681 --> 00:37:24.842
comes with doing it two decades later.

00:37:24.862 --> 00:37:26.641
I used to crash all the time, so I stopped,

00:37:26.722 --> 00:37:27.822
became a road cyclist.

00:37:28.003 --> 00:37:29.163
That's just silly now.

00:37:29.222 --> 00:37:30.382
I mean, there's too much traffic.

00:37:30.923 --> 00:37:32.304
So now hopefully I can do it

00:37:32.344 --> 00:37:34.885
with all four limbs intact,

00:37:34.985 --> 00:37:35.744
brain working well.

00:37:36.311 --> 00:37:36.490
Yeah.

00:37:36.510 --> 00:37:37.331
All right.

00:37:37.351 --> 00:37:38.092
You're off the hot seat.

00:37:38.132 --> 00:37:39.331
That is three questions from

00:37:39.371 --> 00:37:40.793
our friends at ATI Physical Therapy.

00:37:40.833 --> 00:37:42.253
Last thing we do on the show

00:37:42.393 --> 00:37:43.833
is called the Parting Shot.

00:37:44.193 --> 00:37:45.914
This is the Parting Shot.

00:37:46.074 --> 00:37:47.496
You mentioned the Occupational Health SIG,

00:37:47.536 --> 00:37:48.155
the Parting Shot,

00:37:48.195 --> 00:37:48.775
brought to you by the

00:37:48.815 --> 00:37:49.556
Academy of Orthopedic

00:37:49.577 --> 00:37:51.157
Physical Therapy with seven

00:37:51.197 --> 00:37:52.197
special interest groups,

00:37:52.797 --> 00:37:54.358
one of them being Occupational Health.

00:37:54.398 --> 00:37:56.300
So there's a value there and

00:37:56.360 --> 00:37:58.521
resources for the resources

00:37:58.561 --> 00:37:59.681
just put out last year from

00:38:00.001 --> 00:38:01.121
Rick Wickstrom and yourself.

00:38:01.842 --> 00:38:03.583
ATI also has this resource

00:38:03.603 --> 00:38:05.523
called Current Concepts of Orthopedic PT.

00:38:06.586 --> 00:38:07.387
take you from where you are

00:38:07.407 --> 00:38:08.307
in your orthopedic journey

00:38:08.327 --> 00:38:09.367
and help you maybe feel confident,

00:38:09.728 --> 00:38:13.289
competent in, uh, in that, uh, OCS exam,

00:38:13.369 --> 00:38:14.610
if you want to do that.

00:38:14.630 --> 00:38:15.431
So parting shot, Chris,

00:38:15.471 --> 00:38:16.552
this is your last chance

00:38:16.592 --> 00:38:17.552
for a mic drop moment.

00:38:17.652 --> 00:38:19.273
So what do you want to leave

00:38:19.572 --> 00:38:21.434
an idea or concept?

00:38:23.775 --> 00:38:24.835
I want people to think about

00:38:24.876 --> 00:38:26.956
who puts their food on their table and,

00:38:26.976 --> 00:38:27.016
uh,

00:38:27.677 --> 00:38:30.237
beverages in their glass and gas in

00:38:30.277 --> 00:38:32.619
their car and go find them

00:38:32.759 --> 00:38:34.039
and find their employer and

00:38:34.199 --> 00:38:35.181
give them a better life.

00:38:35.840 --> 00:38:36.061
Yeah.

00:38:36.846 --> 00:38:38.547
And do it in their language.

00:38:38.568 --> 00:38:40.469
I mean, for better or worse,

00:38:40.708 --> 00:38:41.949
cost savings is a good

00:38:41.989 --> 00:38:42.951
thing for everybody.

00:38:42.971 --> 00:38:44.092
It also reduces costs of

00:38:44.132 --> 00:38:45.253
things that we buy and use.

00:38:46.114 --> 00:38:47.195
Yes, absolutely.

00:38:47.275 --> 00:38:48.094
It makes life better.

00:38:48.114 --> 00:38:49.135
I mean, who doesn't want to do that?

00:38:49.175 --> 00:38:50.757
And we say these things about PT.

00:38:52.092 --> 00:38:52.952
Buy Chris's book.

00:38:53.132 --> 00:38:54.914
Do you explain to people if

00:38:54.954 --> 00:38:58.954
you could go after you read your book,

00:38:58.974 --> 00:39:00.094
could the reader then go to

00:39:00.175 --> 00:39:01.315
a company that's never done

00:39:01.335 --> 00:39:02.855
this before and at least

00:39:02.934 --> 00:39:03.974
know what to say when they

00:39:03.994 --> 00:39:04.755
knock on the door?

00:39:04.856 --> 00:39:07.856
Is there that content in there?

00:39:08.815 --> 00:39:10.056
I bet you that's the barriers.

00:39:10.117 --> 00:39:10.896
People are just a little self,

00:39:11.036 --> 00:39:11.916
I don't know how to start.

00:39:12.016 --> 00:39:13.257
I'm just going to walk up to

00:39:13.277 --> 00:39:14.797
this big building and knock on the door.

00:39:14.898 --> 00:39:15.818
What do I even ask for?

00:39:16.724 --> 00:39:17.925
That's probably, hey,

00:39:17.945 --> 00:39:18.585
I would love to have a

00:39:18.626 --> 00:39:19.887
meeting with your team.

00:39:20.367 --> 00:39:21.108
And here's why I would love

00:39:21.128 --> 00:39:22.088
to show you how to save X

00:39:22.108 --> 00:39:23.110
number of dollars next year.

00:39:23.150 --> 00:39:24.471
Would you be open for 15 minutes?

00:39:24.911 --> 00:39:25.793
If a person's good at their

00:39:25.813 --> 00:39:26.612
job and you say,

00:39:26.753 --> 00:39:27.733
I can save you this much

00:39:27.773 --> 00:39:29.695
money in the next 365 days,

00:39:29.715 --> 00:39:30.876
are you available for 15 minutes?

00:39:31.398 --> 00:39:32.077
If they're good at their job,

00:39:32.097 --> 00:39:32.659
they have to see us.

00:39:33.500 --> 00:39:34.601
Yes, absolutely.

00:39:35.673 --> 00:39:36.054
All right, Christine,

00:39:36.074 --> 00:39:37.373
we're going to put the link

00:39:37.393 --> 00:39:38.655
for your book in the show

00:39:38.675 --> 00:39:39.534
note and we'll link it out.

00:39:39.574 --> 00:39:40.614
But thanks for doing this.

00:39:41.175 --> 00:39:43.556
Thanks for taking the cover off of it.

00:39:43.876 --> 00:39:45.775
Because if one person goes and does this,

00:39:46.235 --> 00:39:47.315
think how many lives they can have.

00:39:47.637 --> 00:39:48.356
That's pretty cool.

00:39:49.077 --> 00:39:49.657
Absolutely.

00:39:49.737 --> 00:39:51.516
And I want all PTs to feel

00:39:51.577 --> 00:39:52.657
as excited about their

00:39:52.697 --> 00:39:54.557
workday as me and leave the

00:39:54.617 --> 00:39:56.597
work at work and just feel

00:39:56.677 --> 00:39:57.878
great in helping people.

00:39:58.358 --> 00:39:58.699
Love that.

00:39:58.739 --> 00:39:59.298
Dr. Chris,

00:39:59.358 --> 00:40:00.438
they say the best conversations

00:40:00.458 --> 00:40:01.619
that happen at happy hour.

00:40:01.659 --> 00:40:02.400
Thanks for coming to ours.

00:40:03.079 --> 00:40:03.440
Thank you.

00:40:04.579 --> 00:40:07.846
Take care.